The advertising handbook

287 Pages·1995·5.42 MB·English

by  Sean Brierley

The Advertising HANDBOOK
The Advertising Handbook is the ideal book for anyone interested in the how and
why of advertising. Sean Brierley places the industry in its social, historical and
political context. He explains the structure of the advertising industry and the
role of those who work in it.
The Advertising Handbook examines why companies and organisations
advertise; how they research their markets; where they advertise and in which
media; the principles and techniques of persuasion and their effectiveness, and
how companies measure their success.
The Advertising Handbook challenges conventional wisdoms about
advertising’s power and authority to offer a realistic assessment of its role in
business and also looks at the industry’s future considering, for example, the
advent of the new “communications” agencies. Essential reading for anyone
studying or teaching advertising or hoping to work in the industry.
Sean Brierley has taught and written about advertising and marketing for
seven years as a journalist and as a lecturer at Liverpool John Moores
University. He is currently Deputy Editor of Marketing Week.
Media Practice
edited by James Curran, Goldsmiths’ College, University of London
The Media Practice handbooks are comprehensive resource books for students
of media and journalism, and for anyone planning a career as a media
professional. Each handbook combines a clear introduction to understanding how
the media work with practical information about the structure, processes and
skills involved in working in today’s media industries, providing not only a
guide on “how to do it” but also a critical reflection on contemporary media
practice.
Also in this series:
The Radio HANDBOOK
Pete Wilby and Andy Conroy
The Newspapers HANDBOOK
Richard Keeble
The Television HANDBOOK
Patricia Holland
The Advertising
HANDBOOK
Sean Brierley

London and New York
First published 1995
by Routledge
11 New Fetter Lane, London EC4P 4EE
Simultaneously published in the USA and Canada
by Routledge
29 West 35th Street, New York, NY 10001
Routledge is an imprint of the Taylor & Francis Group
This edition published in the Taylor & Francis e-Library, 2005.
“To purchase your own copy of this or any of Taylor & Francis or Routledge’s collection of
thousands of eBooks please go to www.eBookstore.tandf.co.uk.”
© 1995 Sean Brierley
All rights reserved. No part of this book may be reprinted or reproduced or
utilized in any form or by any electronic, mechanical, or other means, now
known or hereafter invented, including photocopying and recording, or in any
information storage or retrieval system, without permission in writing from the
publishers.
British Library Cataloguing in Publication Data
A catalogue record for this book is available from the British Library
Library of Congress Cataloguing in Publication Data
A catalogue record for this book has been requested
ISBN 0-203-97833-1 Master e-book ISBN

ISBN 0-415-10713-X (hbk) 0-415-10714-8 (pbk)
In memory of my dad, Brian Brierley
Contents
List of illustrations viii
List of tables ix
Acknowledgements x
Introduction 1
1 Production to consumption 5
2 Creating and segmenting markets 13
3 ªDiscoveringº consumers 24
4 Advertising and the marketing mix 39
5 Agency structures 51
6 The advertiser-agency relationship 60
7 Advertising and the media 79
8 Media planning and buying 101
9 Media research 119
10 The principles of persuasion 132
11 The content of per suasion 145
12 Forms of persuasion 165
13 Measuring effects 179
14 Regulating advertisements 200
Postcript: Advertising in crisis 216
Workshop suggestions for individual and group work 241
Glossary 251
Bibliography 260
vii
Index 265
Illustrations
1 Gold Blend 47
2 Wonderbra 47
3 Daily Telegraph magazine 85
4 HHCL 127
5 Boddingtons 141
6 Nissan 149
7 Vauxhall 149
8 Babyface 152
9 Barclaycard 152
10 Imperial Leather 153
11 LIFE 154

12 Yellow Pages 164
13 Daz 166
14 Peperami 173
15 Health Education Authority 175

16 BP 185
17 Tango 225

18 Mazda 225
19 Daily Telegraph 237
20 Daily Telegraph 237
Tables
1 Advertising to sales ratios 10
2 Social class categories 28
3 Top ten advertising agencies in the UK (1981), ranked by declared UK 70
billings (£m)
4 Top ten advertising agencies in the UK (1994), ranked by declared UK 71
billings (£m)
5 Share of advertising expenditure (%) 81
6 TV audience shares, January 1984, 1993 (%) 221
7 Reader profile for the Daily Telegraph and its competitors (%) 236
8 Cola preferences (%) 249